When I wrote Account Planning in Salesforce in 2013 my primary focus was to help sales professionals and account teams to maximize their revenue from their existing customers. I may have made a mistake. While the book has been successful – it went to #1 on Amazon, has shipped more than 10,000 copies, and is still selling…
Just because you think your product is awesome doesn’t mean your customers will. I have learned that lesson many times. The customer’s opinion is the only one that matters. As I reflected on our deepening partnership with Salesforce, as announced by Neeracha Taychakoonavudh at Dreamforce, I was reminded of a time when we missed the…
One of my early observations of sales methodology was that it was very hard for sales professionals to execute on their Account Plan. There was lots of valuable strategy to use, but very little support on the practical execution. (That was why we developed Altify Account Manager). Developing a plan has limited benefit unless you…
Remember that account plan you built at the start of the year for your Key Accounts? Have you continued to work it? This would be a good time to refresh it, check your progress against the initial objectives, and update your plan for the balance of the year. Now is the time for your booster…
All of a sudden the world is awash with marketing pronouncements about Account Based Everything; Account Based Marketing, Account Based Targeting, and even Account Based Profitability. It is as if the need to develop long-term relationships with customers has crept up on us, unforeseen and unanticipated. We know that is not so. Customers are more…
